Manage the Power Behind the Scenes

During the preparation phase we should have uncovered the existence of these individuals and either found a way to negotiate them out of the process, or, more likely, insisted that we meet them at an early stage so that we can build our knowledge of the factors important to each one.

We then ask for an informal meeting with all of them present. We have met or telephoned each one individually beforehand. We make an informal presentation that takes into account all their individual requirements. During this informal presentation we ask each one in turn if all their requirements have been satisfied. When we are clear that they have, we either move into negotiation, or agree to reconvene with our counterpart, to conduct the negotiation proper.

If we have not covered all their requirements, simply take responsibility and control of the next step. You might say, 'John and Peter, I will come back to you first with some revised calculations. When we are sure we have agreed them, shall we all meet again one last time, say next Wednesday here at 2 pm?'